Senior Director, Strategic Partnerships – National Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and oversee Gravie's national broker account relationships, acting as the primary liaison for significant national and large regional distribution partners.

• Create and implement national account strategies that enhance awareness, engagement, and revenue growth for Gravie's Level-Funded (Comfort) and ICHRA product offerings.

• Cultivate executive-level relationships with decision-makers at national brokerage firms, benefits consultants, and general agencies.

• Spearhead collaborative business planning with top-tier national partners, establishing mutual growth objectives, monitoring performance, and driving activation.

• Discover and onboard new national broker and consultant partners to broaden Gravie's distribution capabilities and market reach.

• Meet or surpass annual enrollment targets sourced through national broker accounts.

• Maintain a steady stream of qualified opportunities with national broker partners, facilitating field sales conversions.

• Develop and uphold a comprehensive view of partner performance metrics, pipeline contributions, and revenue attribution.

• Proactively seek opportunities within existing national accounts to increase wallet share and broaden product adoption.

• Collaborate with field Sales Executives and VPs to ensure channel-sourced opportunities are well-supported and progress smoothly through the sales cycle.

• Responsible for developing, refining, and managing the broker incentive program and strategic broker advisory board.

• Assess and enhance current partnership agreements while creating new deal structures to promote new business growth and client retention.

• Design and deliver broker education initiatives, effectively positioning Gravie's Level-Funded and ICHRA solutions with national account teams.

• Produce and sustain engaging partner-facing materials, presentations, and sales tools in partnership with Marketing.

• Represent Gravie at national industry events, broker summits, and conferences to boost brand recognition and strengthen relationships.

• Conduct national webinars and executive briefings to expedite ICHRA and level-funded adoption within the broker community.

• Track regulatory changes, market trends, and competitor movements — transforming insights into actionable enablement content.

• Collaborate with the SVP of Sales to advance the national broker strategy and refine Gravie's overall channel go-to-market approach.

• Act as the internal advocate for national broker partners — ensuring their needs are addressed and that feedback informs product, pricing, and process decisions.

• Work alongside Product, Marketing, Operations, and Underwriting to guarantee national accounts receive robust support throughout the client lifecycle.

• Provide structured market intelligence on national broker dynamics, competitive positioning, and employer trends to guide Gravie's strategic planning.

⛳️ Requirements

• 8–12+ years of experience in health insurance, employee benefits, or a related field.

• 5+ years in a national broker-facing, channel partnerships, or strategic sales capacity — with a proven record of driving revenue through national and large regional broker relationships.

• Willingness to travel up to 50% as the role necessitates frequent travel.

• A well-established, trusted network of relationships with national and/or regional brokerage firms and benefits consultants.

• In-depth understanding of small and mid-market benefits, broker distribution economics, and channel dynamics.

• Strong knowledge of Level-Funded and/or ICHRA plan designs; familiarity with stop-loss and alternative funding models is advantageous.

• Excellent consultative selling, relationship management, and executive communication abilities.

• An entrepreneurial mindset with the capacity to work independently, prioritize effectively, and achieve results in a rapidly growing organization.

• Proficient with CRM tools, pipeline reporting, and data-driven performance management.

🏝️ Benefits

• Coverage for alternative medicine

• Generous paid time off

• Up to 16 weeks of paid parental leave

• Paid holidays

• 401k plan

• Transportation benefits

• Education reimbursement

• Paid paw-ternity leave